while positioning CCP for the next wave of opportunity Segment AUS / NZ Debt buying Market conditions Pricing remains strong with signs of easing ahead - New capital has stimulated pricing - At the same time CCP has renewed some forward flows at reduced prices CCP response Momentum from recent purchasing Maintain discipline Focus on operational improvement Preserve capacity for opportunities ahead AUS / NZ Lending US Debt buying Regulatory and stakeholder focus reducing competitiveness of existing business models - Payday loans - Consumer leases Diminished competition for PDLs at a time when supply is also increasing Unique sustainable alternative Drive strong earnings growth and operating cash flows Improve operations Accelerate purchasing at target returns Grow operational capacity Drive earnings growth FY17 Results Presentation 5
Strong operating metrics supported by continuous improvement Pricing accuracy and returns on track Total cumulative collections above aggregate expectations Total collections up 11% over the pcp Collections life cycle on track with 10% increase in collections from purchases made more than 3 years ago Efficiency and productive capacity FY17 productivity in line with the pcp Total debt buying operations staff up 9% over the pcp (Refer to Appendix 2 and 3) (Refer to Appendix 4 and 6) Arrangement book growth Face value of accounts under arrangement increased by 11% over the pcp to $1.3bn at Jun-17 Payments under arrangement represent 80% of collections Continuous improvement during FY17 Rollout of new and enhanced technology o Enhanced customer portal o Further automation of customer location activity o Ongoing workflow optimisation (Refer to Appendix 5) FY17 Results Presentation 8
Product superiority critical to Lending success Pricing below the cap applicable to mainstream lending - Free of supplier / marketing restrictions applicable to competing products - Access to efficient conventional funding - High rates of retention and referral Integration economics are a sustainable barrier - Leverage common overhead and technology - Analytics and consumer understanding - Efficient and effective collections platform - Low cost of offshoring New products in pilot have the same sustainable positioning and integration economics FY17 Results Presentation 15
and market conditions have improved Reduced demand - Industry consolidation over the past 3 years - Major debt buyer placed into bankruptcy (SquareTwo) 1 Enlarged supply - Charge-off rates increased from 3.05% (Q1 2016) to 3.47% (Q1 2017) 2 Competitors report improved returns - 15% price reduction in recent purchases reported by Encore 3-10% reduction in prices implied from 2016 PRA purchasing multiples 4 - Expectation of further price decreases as the supply of charge-offs grows 5 Recent CCP purchases secured at pricing sufficient to meet hurdle return 1. SquareTwo Financial Corp files for Chapter 11, http://www.reuters.com/article/us-squaretwo-financial-bankruptcy-iduskbn16r01m 2. Charge-off and delinquency rates on loans and leases at commercial banks, US Federal Reserve, ttps://www.federalreserve.gov/releases/chargeoff/chgallsa.htm 3. Encore Capital Group (NASDAQ: ECPG) Q4 2016 earnings call transcript 4. Portfolio Recovery Associates Group (NASDAQ: PRAA) Form 10-Q and Form 10-K for the quarters ended 31 Mar 16 to 31 Mar 17 5. ECPG and PRAA Q1 2017 earnings call transcripts FY17 Results Presentation 17
Initial FY18 Guidance FY18 Initial guidance PDL acquisitions $140 - $170m Net lending $35 - $45m NPAT $60 - $63m EPS (basic) DPS 126.0-132.0 cents 63.0-66.0 cents FY17 Results Presentation 20
Questions FY17 Results Presentation 21
Appendix - Key operating metrics FY17 Results Presentation 22